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Useful Advices - How to Prospect - Common Sense Isn't So Common
I have been teaching sales people Prospecting skills for over 25 years. With all the advances we have experienced in business during that time I thought sales
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
people would have "wised up" to what is required to be successful. But it doesn't seem like it.
If you do just a brief study of the tools available to the n
If you do just a brief study of the tools available to the n
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
ew sales professional today you have to be impressed. Cell phones, notebook computers, color copies, hundreds of books and instructional manuals focusing on e
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
very possible approach to selling.
The first step in growing in sales is to learn a sales technique and then begin Prospecting so you can use that sales techn
The first step in growing in sales is to learn a sales technique and then begin Prospecting so you can use that sales techn
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
ique. There are tons of materials available to teach Prospecting.
However, with this wealth of resources, I still find sales people are having trouble growin
However, with this wealth of resources, I still find sales people are having trouble growin
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
g their territories and customer base. The reason is simple, they aren't DOING what they need to do. Common sense would say that since all these resources ar
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
e available, sales people have it really easy today. It isn't so.
So here is some simple Common Sense advice so all of you can grab any sales professional th
So here is some simple Common Sense advice so all of you can grab any sales professional th
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
at is having trouble and teach them what to do.
First, get leads. I have found recently that some of my client sales people don't even know who their Prospec
First, get leads. I have found recently that some of my client sales people don't even know who their Prospec
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
ts are! I haven't addressed this situation in years, so was kind of taken aback when it came up. How can you work in a territory and not know who your prospe
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
cts are? The cure, read local papers, use business directories, visit the chamber of commerce, read signs on stores, businesses, trucks, cars, ask your custom
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
rs, ask the people with whom you work. You should know every person in your territory that can use your products and services.
Second, select a Prospecting s
Second, select a Prospecting s
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
ystem. Yes you need a system so select one and then learn it. Prepare the words that you are going to say, then Practice them out loud so you know them cold
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
and are comfortable with them. The next step is simple, just go out and Prospect. Persist at Prospecting. Before you actually start, set up a follow up meth
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
od since follow up is essential for any Prospecting system. Deciding how many Prospecting calls to make per week is important and then tracking those calls to
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
be sure you actually make all of them is critical.
Third, I think it is very important to have someone check with you on a weekly basis to see that you are a
Third, I think it is very important to have someone check with you on a weekly basis to see that you are a
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
ctually doing all the steps in the process. If you have a sales manager, ask he/she to review your weeks Prospecting activities. If not a sales manager, have
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
a peer, a friend, or a spouse. It is good to simply talk about your Prospecting activities with someone who can ask questions and cause you to think from som
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
eone else's perspective.
You would think that Common Sense would prevail when it comes to the selling process. After all it is relatively simple, find potent
You would think that Common Sense would prevail when it comes to the selling process. After all it is relatively simple, find potent
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
ial customers by Prospecting, discover their wants and needs using your questioning skills, present and sell your products and services using selling skills,
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
keep the customers with great customer service. This is not rocket science.
Have a great week of Prospecting.
Sell Well and Often,
© Copyright 2006 WJ Trua
Have a great week of Prospecting.
Sell Well and Often,
© Copyright 2006 WJ Trua
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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